Responsibilities
- Build and maintain dashboards and reports across the sales funnel (MQL → SQL → Opportunity → Closed Won)
- Diagnose and solve revenue challenges using data—understand why conversion drops at specific stages, how compensation changes impact velocity, what drives forecast misses
- Proactively surface revenue insights (not just respond to asks) "Here's a pipeline coverage problem emerging and here's how to fix it"
- Deliver monthly revenue insights and strategic recommendations to Sales, Marketing, and Success leadership
- Own the forecasting workflow end-to-end: design the process, support monthly forecasting cycles, conduct variance analysis (forecast vs. actuals)
- Identify why forecasts miss and recommend improvements to increase accuracy (90%+ target)
- Support board reporting and executive-level forecasting conversations
- Audit CRM regularly to identify data quality issues and gaps
- Document data standards and best practices; train Sales and Marketing teams on proper CRM usage
- Build HubSpot workflows and automation to prevent bad data from entering the system
- Drive adoption of data hygiene practices cross-functionally
- Document and standardize sales processes (qualification criteria, pipeline stages, deal progression)
- Identify inefficiencies in the revenue lifecycle and recommend improvements
- Track compensation model impact on sales performance and outcomes
- Own HubSpot configuration and optimization (custom properties, lifecycle stages, workflows, automation, integrations)
- Partner with leadership on systems improvements and tooling decisions
Requirements
- 5-7 years in Revenue Operations, Sales Operations, Business Operations, or similar analytical GTM role (with demonstrated ownership of pipeline reporting, forecasting, or process optimization)
- Deep HubSpot expertise: Custom properties, workflow automation, lifecycle stage design, reporting/dashboards, integrations. You should be able to customize HubSpot without consulting the knowledge base
- Advanced Excel / Google Sheets skills (pivot tables, complex formulas, scenario modeling)
- Proven ability to improve forecast accuracy and pipeline visibility
- Strong analytical and problem-solving skills; ability to explain variance and diagnose root causes
- Excellent communication skills; ability to translate data insights into clear, actionable recommendations for non-technical stakeholders
Nice to Have
- Experience with BI tools (Looker, Tableau, Power BI)
- SQL knowledge (even read-only queries)
- Experience in a high-growth SaaS environment (Series A–C)
- Familiarity with compensation models and impact analysis
- Experience with marketing automation platforms (HubSpot Marketing Hub, Marketo, etc.)
Team
Reports to: CFO
